Who We Are
Waft is the sector’s main instrument for groups to devise their time. Introduced in 2012, we’ve grown annually since, and stay proudly impartial, self-funded and successful. We’re a crew of fifty operating 100% remotely and also you’ll be partnering with crew contributors based totally globally together with Australia, Mexico, Nigeria, Canada, and america. Listen what our crew has to mention by means of surfing our weblog, or studying our Glassdoor evaluations. Take a look at what our shoppers recall to mind Waft from our G2 evaluations.
We’re on a scale-up adventure, and we’re searching for individuals who thrive on this level, given the autonomy, and the chance, to do the most productive paintings in their profession.
Why We’re Hiring For This Position
We’re reworking useful resource control instrument, proudly incomes the highest spot on G2. With over 4,500 of the sector’s main groups, together with Atlassian, Edisen, and Stripe, leveraging Waft to streamline their venture assets and crew time, we’re riding a revolution in how companies organize their most important property: their folks. Our product’s simplicity and tool have garnered us a faithful buyer base, and now, we’re taking a look to scale new heights by means of supercharging our outbound gross sales efforts.
You are going to be an Account Govt chargeable for the EMEA area (Europe, the Center East and Africa).
Unencumber Untapped Possible: As our new Account Govt, you’ll be the catalyst for our growth in EMEA. This area is brimming with possible shoppers who don’t seem to be but conscious about how Waft can develop into their operations. Your undertaking? To spot, interact, and convert those potentialities into dependable shoppers. You’ll be the entrance line of our enlargement technique, opening doorways to new trade alternatives and increasing our footprint in a key marketplace.
Personal Your Luck: We’re searching for a self-starter who prospers on autonomy and will power effects with out depending on inbound leads or a Industry Construction Consultant (BDR) crew. You are going to take complete possession of your gross sales pipeline, from prospecting to final offers. Your talent to independently organize and execute outbound methods shall be the most important in producing new trade and riding important enlargement.
Power Strategic Enlargement: Your center of attention shall be on developing and executing outbound gross sales methods that power important enlargement. By means of concentrated on new buyer segments and beginning conversations with high-value potentialities, you’ll construct a pipeline that now not most effective enhances however surpasses our present inbound efforts. This position is significant for diversifying our lead resources and making sure we’ve a powerful and dynamic gross sales funnel that may climate any marketplace adjustments. As well as, you’ll paintings on a few of our inbound leads ensuring that the ones are served as neatly however now not depended on.
Innovate and Lead: At Waft, we champion innovation. As an Account Govt, you’ll have the autonomy to experiment with state of the art gross sales processes and equipment. Your creativity and insights will immediately form our outbound gross sales ways. We cost proactive thinkers who can carry recent concepts to the desk, optimizing our means and riding our luck ahead. That is your alternative to go away a long-lasting have an effect on on our gross sales technique.
Be A part of a Dynamic Crew: Sign up for a crew this is devoted, pushed, and supportive. You’ll paintings along our Director of Gross sales and different gross sales pros who percentage your hobby for excellence. Collaboration is on the center of our tradition, and your contributions shall be identified and celebrated. In combination, we can push the limits of what’s imaginable and succeed in outstanding effects.
Our Director of Gross sales, Yonatan, explains the necessary position you’ll play inside of our Gross sales crew. Watch this video!
You’ll be operating asynchronously with a brilliant, devoted crew from around the globe, with a powerful center of attention on taking complicated issues and developing answers that really feel easy and intuitive for our shoppers.
What You’ll Be Accountable For
As an Account Govt, you’ll play a vital position in riding our enlargement and increasing our buyer base in EMEA. Right here’s what you’ll be chargeable for:
Complete Gross sales Cycle Control:
- Arrange potentialities from result in shut (each inbound and outbound)
- Supply well timed and correct forecasts whilst managing a pipeline.
- Obviously articulate and show our price proposition, developing pleasure and exuberance amongst potentialities.
- Handle a wholesome gross sales pipeline with 3-5X protection, making sure constant deal go with the flow and forecasting accuracy.
- Exceed Quota.
Inbound Gross sales:
- Reply to inbound leads, making sure well timed engagement and thorough qualification. Behavior deep discovery classes to grasp the chance’s wishes, ache issues, and targets.
- Behavior product demonstrations, presenting Waft’s answers in a compelling approach, and specializing in how they cope with the precise demanding situations and necessities exposed all the way through discovery. Broaden technical product wisdom and construct relationships with key stakeholders to verify a complete gross sales means.
- Arrange the gross sales procedure successfully, cope with objections, and supply vital knowledge to facilitate decision-making. Behavior product demos, lend a hand construct a trade case together with your champion, and navigate the approval procedure whilst final each and every deal effectively. Use your sturdy final abilities to near each and every alternative effectively, changing potentialities into shoppers.
- Continuously revisit and re-engage with previous leads, shut misplaced offers to spot new alternatives, and reignite pastime in Waft’s answers.
Account Enlargement:
- Interact with new decision-makers and untapped territories, uncovering and shutting those growth alternatives to extend account penetration and total account cost.
- Leverage a “land and make bigger” method to systematically develop your buyer base through the years. Get started small, show have an effect on, lend a hand your champions to construct a trade case internally, and interact with the best stakeholders on the HQ stage to construction a world rollout around the account.
Outbound Prospecting:
- Determine, goal, and interact possible shoppers inside of Waft’s ICP and lead a complete gross sales movement finish to finish.
- Maximize earnings enlargement by means of mining and uncovering untapped alternatives inside of our present buyer base to your area.
Early on, your center of attention shall be:
- Product Wisdom: Temporarily get yourself up to speed with the Waft product, making sure you’ll successfully show its options to other audiences.
- Buyer Profile: Perceive our splendid buyer profile, their demanding situations, and the way they use Waft to deal with their wishes.
- Interact in Promoting: Get started promoting, experimenting with more than a few methods, acting discovery classes, and attractive with possible shoppers.
- Put in force Easiest Practices: Be told and make the most of the most productive outbound gross sales methods that experience confirmed a hit at Waft to reach early wins.
Whenever you’re extra established to your position, you’ll:
- Construct your personal gross sales pipeline and constantly overactive for your per thirty days objectives whilst preserving a wholesome 3-5X pipeline protection.
- Generate a minimum of 70% of your personal gross sales pipeline via proactive outbound prospecting, together with chilly calling, emailing, outreach, and networking.
- Roll out outreach tasks to prospect ICP inside of your territory.
- Search for alternatives to optimize your gross sales procedure and win fee by means of the use of insights from equipment like Gong & your gross sales dashboards.
- Percentage product comments and give a contribution to the voice of the client comments to lend a hand fortify our product for present shoppers and the marketplace.
If you’re curious about the problem of riding enlargement in a key marketplace, able to possess your luck and make an important have an effect on, we need to listen from you. Sign up for us at Waft and be a part of a adventure this is reshaping the way forward for useful resource control!
What You’ll Want To Be A hit
Your revel in in exceeding gross sales objectives, uncovering new trade alternatives, and searching for techniques to innovate will move some distance on this position.
We’re assured that have with the next will give a contribution on your luck on this position.
- 3+ years of final quota-carrying gross sales revel in throughout the B2B SaaS, concentrated on mid-market firms. Particularly, working a complete gross sales cycle from begin to end.
- Impartial pipeline construction and prospecting having the ability to construct and nurture a 3-5x certified gross sales pipeline with out reliance on inbound leads or a BDR.
- Creating and imposing outbound sequences, and the power to beginning touch with potentialities via calls and emails.
- Id of enlargement alternatives in an effort to harvest growth with present shoppers, imposing and working out of marketplace dynamics and compelling trade circumstances.
- Main technical shows/demos with sturdy product wisdom, and taking part with the Product Crew to supply treasured comments for product enhancements.
- Familiarity with gross sales equipment like Gong and Hubspot, and leveraging information insights to fortify the gross sales procedure.
- Coaching in gross sales methodologies similar to Sandler, Challenger, SPIN, or MEDDIC.
- Superb written and oral communique abilities in English. Particularly, persuasive communique to successfully articulate cost propositions and affect decision-making.
- Collaboration with cross-functional groups (Buyer Luck, Advertising, and Technical groups) to paintings successfully in a faraway and asynchronous surroundings.
As an absolutely faraway crew, we’re searching for any person ok with asynchronous communique because the default, which means that you may have earlier faraway revel in and are relaxed the use of equipment like Slack, Loom, and Linear to keep up a correspondence as wanted. Don’t fear—you’ll have important deep paintings time since we’ve only a few conferences.
Why Sign up for Us
The pay for this position is USD $160,000 OTE (On Goal Profits) with a 50:50 break up between the bottom wage and the uncapped variable fee. Right here’s a weblog publish with additional information on how we resolve our salaries.
We’re a world async faraway corporate with a various crew of folks from everywhere the sector who percentage a not unusual trust in residing our best possible paintings existence. We consider deeply within the thought of transparency and percentage our Waft Guide publicly so possible new crew contributors can see first hand our perks & advantages in addition to our techniques of operating. If you’re feeling like you’ll thrive at Waft to do your best possible paintings, we would really like to listen to from you.
Hiring Procedure For This Position
You’ll in finding numerous helpful details about our interview procedure and what it’s like to enroll in our world crew at the Waft careers web page. The hiring procedure for this position seems like this:
- Preliminary First Meet (15 min): You can meet with our Ability Supervisor, Julia Fulton, to speak about your pastime within the position and evaluation your questions on operating at Waft.
- Supervisor Interview (60 min): You’ll meet with Yonatan, Director of Gross sales, to speak about the way you means managing the gross sales cycle and dive into your gross sales revel in and idea procedure. On this interview, you’ll additionally run a ridicule discovery consultation with Yonatan, Director of Gross sales, and show the way you determine the chance’s present scenario and explicit demanding situations, making sure you acquire all vital background knowledge to qualify and growth this deal ahead whilst highlighting how Waft can cope with those problems.
- Co-Employee Interview (30 min): You’ll meet with Dan, Account Govt, to dive deeper into your abilities and revel in.
- Founder Interview (30 min): You’ll meet with Glenn, Waft’s CEO, to get to understand you and notice if in case you have the possible to be a super addition to the crew.
Notice: Business analysis presentations that girls and the ones in historically underrepresented teams usually don’t practice to jobs except they test the entire bins for the position. If you’re feeling strongly that you’ve got what it takes for this position however don’t test 100% of the bins—that’s ok—we inspire you to use anyway and spotlight what you’ll carry to the desk.
